E-Signatures: The Who, The When, The Where, The Why, The How

E-Signatures: The Who, The When, The Where, The Why, The How
from Adobe EchoSign

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Adobe EchoSign: Who We Are

• Sign, Track and File, On The Web -- In One Click
• 50,000 customers and 4,000,000 users

• Customers Small, Medium and Largest

• #1 highest ranked on web (Alexa/Comscore/Compete);
• #1 highest rated on Salesforce ’06-’11
• #1 installed app for NetSuite
• 100+ of Fortune 500 as customers

• The choice of the web: Google, Dell, Facebook,
Intuit, Groupon, NetSuite, Citrix, Time Warner
Cable, Comcast, Qualcomm, VMware, AMEX, Dow
Jones, Twitter, Verizon + 50,000 SMNBs


E-Signatures:
The Who

EchoSign, Inc. Confidential

EchoSign: The Way the Web Signs


The Web Chooses EchoSign


E-Signatures:
The How


API How it Works (1/2)

API Just e-mail out the contract from EchoSign.com …


API How it Works (1/2)

or send from Salesforce.com, NetSuite, SAP, Google Docs, CLM
API

systems, or 20+ others …


How EchoSign Works (2/2)

… Customer Signs Effortlessly – On the Web


Sign the Way You Want

… Biometric Mobile Fax

Widgets & API

… Or Sign Right
Inside Your
Website with our
Widget (or API)


The “Echo” Pt 1: Track Your Team’s Deals in Real-Time


The “Echo” Pt 2: Automated Document Repository


Full & 100% Automated Audit Trail


Global Edition: E-Sign and Fax Sign Across the World


Collaboration, Negotiation & Redlining


EchoSign, Inc. CONFIDENTIAL

E-Signatures are Even Fun

“Facebook: … It’s even fun”


Be Careful With Your Electronic Originals


E-Signatures:
The When


If You Haven’t Yet … Just Try It

• Set up a Free or Free
Trial Account

• You’ll either be hooked
in 15 minutes – or you
won’t

• Lots of power and
workflows – but simple
to get started


EchoSign Today Already Integrated into 100+ Web
Services

Use the stand-alone web app – or integrated into yours

• #1 Highest Rated Salesforce Integration
• #1 Highest Rated NetSuite Integration
• Native Integrations with SAP, Apttus, Upside,
Selectica, Emptoris, Exari, Google Apps, DropBox,
Box.net, Evernote, more
• 50+ other 3d party apps have intergated EchoSign

• It’s Proven. It’s Easy.

EchoSign Today Already Integrated into 100+ Web
Services

E-Signatures
Work the Way
You Work


It’s Easy: Start Before, During, or After Any Integrations

• Deploy web version in
an hour / a day

• Get an Easy, Early
Win For Your Org

• Integrate with
SFDC/CLM/etc. when
it’s / you’re ready

• It’s Proven. It’s Easy.

E-Signatures:
The Why


2011+: All Businesses Are Being Run on the Web


Web Signatures – We’ve Now The Entered Mainstream Phase


2012+: Business Contracts Require a Web Signature To Work

Web / Cloud- Web / Cloud-
Based Based
Contract Web Signature Document
Creation Management


E-Signatures:
The Where


Best Practices for E-Signatures Across the World

U.S. (and Canada, U.K., Australia,
NZ, Singapore, Hong Kong, etc.):

100% same as ink
under Federal E-SIGN
Act, i.e. non-issue, for
commercial contracts

• U.S. E-SIGN Act (and EUTA)
compliance is simple and easy
with EchoSign and compliant
products



Rest of World More
Nuanced

• Choice of Law
Can Help

• “Two Tier”
countries of
Southern Europe

• Challenges in
Brazil, India


Also consider using
“biometric”
signatures to get
written signatures
(as well as / as part
of e-signatures) in
Yellow / Orange /
Red Countries


E-Signatures:
Case Studies


Todd Miner
Head of Sales IT
Facebook


Buying Ads

Connect with customers

• Self-Service • Insertion Order
• Online setup • Managed accounts
• Credit card payment • Contract with signatures
• Download, print, sign,
scan, email


EchoSign Helps Automate Contract Completion
Faster campaign setup

Before

Client Sign Sales Credit PYM Rev Assurance

After

Sales • Parallel approvals
before client signature
Client Rev reduces time and
Credit eliminates churn
Sign Assurance

PYM 54% of clients • Auto-approvals make it
sign in < 1hr
even faster

Sum of all team approval times < 7 hrs

EchoSign Helps Close Deals Faster

And is fun


Benefits for our Business

Speed and scalability

• Closed-loop
• Contracts are returned
electronically without stray edits
• Eases revenue assurance
approval

• Enables automation
• Integrates with our workflow
• Tracking and metrics

• Increases mobility
• No more tracking down
approvers
• Flexibility to approve via phone


Chris Bland
Finance Manager
North American Operations
Groupon


Groupon Today

• Founded in Chicago in November
2008, Groupon is a shopping website
that features a daily deal on the top
goods, services and cultural events,
spanning across 43 countries
worldwide.

• Groupon is a win-win for local
shoppers and business owners. For
the consumer, Groupon brings
unbeatable deals on top local
43 experiences – everything from
COUNTRIES
restaurants and salons to skydiving,
hotels and dentistry.

• For local businesses, Groupon has
changed the way they market
themselves and drives new customers
into their establishments.
1000 unique deals per day


How EchoSign Helps With
Those Challenges

Merchant Sales
Experience Relationship

- 1,000 deals per day = 1,000 Contracts

40

Business Challenges

Why EchoSign?

When we started contracts were simply an email
template with some merge fields. Contracts were
forwarded to an email address @groupon for
archiving. This created a lot of problems and as we
grew we needed a system that could keep up.

Contracts are dynamically generated for multiple
products for sales. They don’t have to remember
who gets what type of contract, the system auto-
generates it. (Daily Deal, GrouponLive, Groupon
Getaways with Expedia)

Contracts are stored directly with the
opportunity, one place to look for all the
information about that deal.

41

EchoSign Can be More than
a “Contract”
1,000 deals means we have a lot of data to collect!

We Simplify Data Collection for Sales

How would you like to be paid?
• By Check?
• Where should we send your check?
• Who should we write the check payable to?
• By Wire?
• Bank Account Details?
• What is your Tax ID Number?
• Collected in a secure environment

By collecting this information from our Merchants at the time of the sale,
we ensure accurate data in salesforce.com and save our Sales Team time
and prevent mistakes.
42

Rollout and Adoption
What departments think of EchoSign?

Legal:
Contracts in one location, secure signatures

Sales:
Ease of use, automatic data collection, intuitive, reminder emails

Sales Team Mgmt.:
Analytics on their Team, Who needs help? Who produces?

Salesforce Team:
Easy to Administer, Clicks not code, Technical Support

43

Mark Brennan
Director,
Information Services
Pandora


Pandora

 Personalized Internet Radio
 Free – ad supported radio
 Music Genome Project - founded 2005
 Web + mobile + auto + CE devices
 100 Million registered listeners
 Listed NYSE – June 2011 – Symbol: P


EchoSign: Making it all Quicker & Easier

 Sellers need documents signed
 Employees need to sign vendor agreements
 HR and Legal need employees, candidates, vendors to sign our paper
 We would be almost paperless….. Except for signatures + scans + PDFs +
email back


August 2010 - Proposed Echosign

 Showed it to a few employees
 They asked to adopt right away
 Snowball effect
 Legal team is conservative: start simple


EchoSign – What We’ve Done so Far

 Vendor agreements – some good adoption
 Sales teams – coming ….
 No software to install
 Accounts provisioned via Okta single sign-on
 Training is optional as product is intuitive
 Audit trail + signed documents library
 Easy templates: NDA, vendor / contractor agreement
 Acceptance obstacles are few & clearing


Adobe EchoSign
The Way the Web Signs!


E-Signatures: The Who, The When, The Where, The Why, The How

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